„‚ CONDITIONS THAT HINDER EFFECTIVE COMMUNICATION

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CONSTRUCTIVE NEGOTIATION
Willem F.G. Mastenbroek
TWO DIMENSIONS OF NEGOTIATING BEHAVIOR
The behavior of a negotiator can be characterized by two dimensions of key importance.
The first dimension is how the negotiator balances the tension between cooperation and
“fighting.” The negotiator’s style in this respect will be determined by the degree to
which he or she, in attitude and behavior, demonstrates mutual dependence and
solidarity rather than aggressive and dominating behavior. The vital significance of this
behavioral polarity has been described elsewhere (Mastenbroek, 1980). The two
behavioral poles are summarized schematically in Figure 1.
Figure 1. Negotiating as the Balancing of Cooperation and Fighting
The second dimension is how explorative the negotiator is. Some negotiators search
persistently for solutions that are relatively satisfying to both parties. This can be done
without a tendency to make concessions. For this purpose, people need certain
procedures, and they must be able to use these procedures in a flexible way. Examples
are exchanging extensive information, trying out experimental solutions, thinking aloud,
and questioning informally. The integrative potential of the situation then will be fully
utilized. Exploring means searching for common interests and presuppositions,
determining whether small concessions might be possible (which might mean a great
deal to the opposite party), and asking whether a combination of mutual advantages
Originally published in The 1986 Annual: Developing Human Resources by J. William Pfeiffer and Leonard D. Goodstein (Eds.), San
Diego, CA: Pfeiffer & Company.
The Pfeiffer Library Volume 6, 2nd Edition. Copyright ©1998 Jossey-Bass/Pfeiffer ❚❘ 333